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Make your contacts count: networking know-how for business and career success
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Publisher
AMACOM
Publication Date
Varies, see individual formats and editions
Language
English
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Table of Contents
From the eBook - 2nd ed.
Preface. Get ready for state-of-the-art networking -- The time is right -- Are you ready? -- The contacts count networking system -- pt. I. Survey your skills and mindset -- 1. Assess your skills -- Instructions -- Observing the "netiquette" -- Assessing your comfort level -- Being strategic -- Meeting people -- Using networking organizations -- Making the most of events -- Achieving bottom-line results -- Following through -- Check your results -- Next steps -- 2. Change your mindset -- Come in from the cold -- The ten biggest misconceptions about networking -- Ten turnoffs in the language of networking -- You say you're shy? -- Catch your critic -- Convert your critic into your coach -- Believe the best about yourself and others -- Bonus : know your style --
pt. II. Set your strategy -- 3. Teach trust -- Move from taking to trusting -- Teach that you can be trusted -- The trust matrix -- Avoid manipulation -- 4. Develop your relationships -- Move through the six stages -- The next move is up to you -- Rate your relationships -- Have questions about the A's? -- 5. Go with your goals -- Size your project to match your goal -- Check out your choices -- Assess your network -- Plan your strategic positioning project -- Bonus : get off to a good start --
pt. III. Sharpen your skills -- 6. Know the "netiquette" -- Enter enthusiastically -- Brighten up your body language -- ENGAGE your partner -- Tune up your tone of voice -- Consider closeness -- Watch what you put in your mouth -- Treat touching as taboo -- Forego flirting -- Pay your way -- Exchange business cards effectively -- Join groups comfortably -- Bonus : ten tips on the nuances of "netiquette" -- 7. Avoid the top twenty turn-offs -- 8. "Who are you?" -- Why remembering names is hard -- Learn someone's name -- Teach your name -- Try these twenty tips -- Break up bunches of introductions -- Deal skillfully with forgotten names -- Give yourself a tagline -- Yes, mind your manners -- The introduction rule : FIRST IS FOREMOST -- 9. "What do you do?" -- Why most answers bomb -- Make the right things happen -- Give it your BEST -- Be interesting -- Try these tips -- Read these frequently asked questions -- 10. "What are we going to talk about?" -- Listen for your cue -- Use success stories to tell what's new -- Figure out your agenda -- Begin with the right side -- What do you have to give? -- What do you want to get? -- Give and get with ease -- Practice agenda-making -- Go Public with your agenda -- Exchange something -- 11. Make conversation flow -- Listen generously -- Use your EARS -- How listening generously pays off -- Be seriously curious -- Tell success stories -- Construct your story carefully -- Sample these stories -- People want to know... -- 12. End with the future in mind -- Prepare for the next time -- Listen for the bell -- Eight ways to leave -- A ritual for leave-taking -- Do you have questions? -- 13. Follow through -- Focus on follow through -- Figure out your reasons to reconnect -- Face your fears -- Fill in the blanks on your calendar -- The five goals of follow through -- Freshen up your relationships -- Find the way -- Bonus : five more ingenious ways to fit in follow through --
pt. IV. Select your settings
14. Network at work
Got the right word?
Bank on the benefits
Ten ways to get on board quickly
Assess your corporate culture
How strong is your inside network?
Map out a plan
Pair up with peers
Avoid erroneous assumptions
Overcome the barriers
Bonus : after organizational earthquakes, rebuild your network
15. Make it rain clients
What people think
Professionalize your practice development
Make conversations count
What's one conversation worth?
Create constellations
Cross-sell your clients
Make asking for referrals a ritual
16. (Net)work from home
Tune in to the trends
Conquer the challenges
Link up your life and your livelihood
Bonus : create a constellation
17. Make the most of your memberships
Size your network to fit your needs
Link up one-on-one
Access anybody
Join groups
Choose groups strategically
Understand the hierarchy
Know the group before you join
Orchestrate who knows you
The twelve biggest mistakes members make
Jump right in
18. Rev up referral groups
See how they run
Shop around
Check it out
Don't just join, join in
Start small
Spice up the meetings
Start your own
19. Connect at conventions
Expand your expectations
Get ready, get set : before you go
Show up at the conference
Follow up after you get home
Later on, get re-inspired
Bonus : plan meetings that get people talking
20. Jump-start your job hunt
Use the contacts count networking system
Twenty-five tactics to find a job fast
Bonus : manage your strategy support group.
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